Signal-Based ABM: How Enterprise Deals Are Actually Won

In this Webinar episode of The ABM Way, Omprakash sits down with Yulia Olennikova Senior marketer and evangelist at N.Rich

We’re breaking down why signal-based ABM underperforms & what enterprise teams do differently to turn signals into real sales conversations.

In one focused hour, we’ll discuss:
1.Why most signal-based ABM programs stall after early engagement
2.The subtle signals that tell you a deal is real & not just curiosity
3.Why “high intent” accounts still ghost your sales team
4. How serious enterprise teams combine first-party and third-party signals to create momentum
5.Real signal frameworks used at N.Rich and across enterprise SaaS programs


If any of this feels uncomfortably familiar, you should probably join:
– Intent spikes, but the pipeline doesn’t move
– SDRs fire sequences based on a single data point
– Third-party intent runs the strategy
– Marketing celebrates engagement while sales sees no urgency
– You still can’t confidently say when a buying committee is forming

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Cracking the European IT Market: GTM Strategies & Masterclass with Peter Dibbern.

In this powerhouse episode of The ABM Way, Omprakash sits down with Peter Dibbern, CMO of Cosmo Consult, one of Europe’s top Microsoft partners, who will reveal the real-world challenges and strategies of building a pipeline in a conservative, engineering-driven market like Germany.

From building your pipeline without vendor dependency to crafting field events that convert, this conversation is a must-listen for founders, GTM leaders, and marketers navigating the European IT services landscape.

In this Episode, we discussed:

1. Building a pipeline without vendor dependency
2. How to win trust in conservative markets like Germany
3. Aligning sales and marketing for real outcomes
4. How to make events generate real revenue

Thanks for listening. What can we do to improve the show?

Read our exclusive weekly Newsletter with more insightful conversations, exciting challenges, success stories, and interviews.

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From Decks to Deals: Mastering Account-Based Marketing Execution with Vineeta Makhija.

In this episode, We meet Vineetha – a powerhouse in ABM and digital strategy.
With leadership roles at Autodesk and IBM, Vineetha brings over a decade of deep expertise in account-based advertising and marketing. She’s led high-impact 1:1, 1:Few, and 1:Many ABM programs across global markets—helping enterprise brands accelerate pipeline, boost deal velocity, and elevate customer experience.

Her career has spanned countries, agencies, and industries—always anchored in digital. From campaign strategy to performance optimization, Vineetha knows how to turn data into decisions and intent into revenue.

On this episode, she shares her bold playbook for modern ABM, what’s broken in today’s approach, and how to fix it.

We discussed:

• How to Prioritize Execution and Focus on implementing practical ABM strategies rather than just theoretical plans.
• Fostering collaboration between sales, marketing, and customer success to achieve shared goals.
• Tailor Your Messaging: Customize content and messaging based on the specific needs of each account.
• Leverage Intent Data: Combine third-party intent signals with first-party insights to accurately assess account readiness.
• Create Engaging Content: Develop relevant and timely content that resonates with your target audience and repurpose successful assets.

Thanks for listening. What can we do to improve the show?

Read our exclusive weekly Newsletter with more insightful conversations, exciting challenges, success stories, and interviews.

Join here